Path to Growth: Conversations with Leaders on Go-To-Market

Tracy Young
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Path to Growth: Conversations with Leaders on Go-To-Market

Every great leader has a story to tell. TigerEye’s Path to Growth podcast is where leaders in B2B sales, marketing and customer success share their story. Each episode is a thirty minute masterclass in GTM covering leadership, strategy and growth in challenging markets.

  1. FEB 5

    Jen Allen-Knuth - Founder, DemandJen

    In this episode of Path to Growth, Tracy sits down with Jen Allen-Knuth, founder of DemandJen, to discuss her journey from an uncertain young professional to a sales leader and entrepreneur. Jen shares invaluable lessons on sales psychology, the power of slowing down in the sales process, and the importance of fostering authentic buyer relationships. From tackling imposter syndrome to making fearless career moves, this conversation is filled with practical takeaways for sales professionals and business leaders alike. Key Topics Discussed The conversation explores the power of hard work and resilience, drawing from Jen’s upbringing in a hardworking blue-collar family. She reflects on balancing quick decision-making with thoughtful problem-solving, an approach that has influenced her career in sales. Jen shares how she initially resisted a career in sales, only to discover that curiosity and problem-solving, rather than persuasion, are at the heart of success in the profession. She challenges long-standing myths about sales, such as the notion that success is about always closing the deal, and instead emphasizes the need for genuine buyer engagement. A significant part of the discussion focuses on effective cold outreach, particularly how to craft compelling, concise emails that drive engagement. Jen also shares her own journey of overcoming fear and uncertainty when she left corporate life to build her own business. She explains why helping buyers understand the cost of inaction can be more powerful than simply proving a product’s value. The episode also explores the qualities of great sales leadership, highlighting the importance of tough love and mentorship. Jen stresses the value of personal branding and how engaging with an audience on social media can help sales professionals stand out. She concludes by sharing her philosophy on work-life balance and how success, for her, means making an impact in her industry while also prioritizing personal fulfillment.   Notable Quotes “We in sales often confuse being right with being effective. You can be right and still be wrong.” “Winning the argument that we’re better only matters if the buyer has already decided the problem is worth solving.” “Your differentiator in sales is who you are. Stop trying to be what you think a ‘great salesperson’ looks like.”   Who Should Listen? This episode is valuable for sales professionals looking to refine their outreach and close more deals, entrepreneurs and business owners navigating career transitions, and anyone interested in modern sales psychology and authentic leadership.   Resources & Links Connect with Jen Allen Knuth: LinkedIn Learn more about Demand Jen: Website Follow Tracy Young & TigerEye: Website   If you enjoyed this episode, consider subscribing, leaving a review, and sharing it with your network.

    41 min

  2. JAN 15

    Lak Anath | Global Managing Director, Next47

    Tracy sits down with Lak Ananth, founding CEO and managing partner at Next47, a global venture firm managing over $2 billion. Lak shares insights from his journey—from his engineering beginnings in India to becoming a venture capitalist, his experiences building Next47, and his perspectives on leadership, decision-making, and the transformative potential of AI in business.

    44 min

  3. 12/11/2024

    Stevie Case | Breaking Barriers to Building Value

    In this episode of Path to Growth, host Tracy Young, co-founder and CEO of TigerEye, sits down with Stevie Case, the Chief Revenue Officer at Vanta. Stevie’s incredible journey spans from growing up on a 300-acre prairie in Kansas to becoming the world’s first female professional gamer, and ultimately, a trailblazing sales leader in tech. This inspiring conversation explores the lessons she learned from her unconventional upbringing, her rise in esports and video game development, and how these experiences continue to shape her leadership style today. Stevie shares her approach to building winning teams, creating a culture of high accountability, and driving lasting transformation at Vanta. Listeners will hear how Vanta’s growth has been fueled by value-based selling, leadership from a female-driven executive team, and a relentless commitment to customer success. She also opens up about being a single mother while climbing the corporate ladder — and the life lessons she passes on to other ambitious parents looking to do the same. Whether you’re a sales leader, entrepreneur, or parent balancing career and family, Stevie’s wisdom and practical advice will leave you inspired and ready to take action.

    39 min

  4. 10/31/2024

    Caroline McCloskey | Leading Through Crisis

    Summary: In this episode, Tracy speaks with Caroline McCloskey, a seasoned go-to-market leader, currently working with startups at OpenAI. Caroline shares her unique career journey, leadership lessons, and practical advice on scaling, hiring, and navigating the tech world’s complexities. Her experience across companies like AWS, LinkedIn, and WeWork provides invaluable lessons for startups and leaders at any stage. Key Topics Covered: 1. Career Influences Caroline reflects on how her parents’ careers influenced her path – her mother’s drive for learning and travel and her father’s career in law – shaping her broad skillset and interest in leadership. 2. Early Career and Growth in International Sales Caroline shares her formative experience in LinkedIn’s leadership program and her evolution as a generalist, which helped her build versatile skills in various roles and industries. Her experience setting up sales teams in Mexico and Brazil at WeWork highlights the challenges and rewards of scaling in diverse cultural contexts. 3. Lessons in Hypergrowth and Hiring Caroline discusses the rapid growth challenges at WeWork, particularly the complexities of building and scaling teams quickly. She talks about the struggles and lessons learned from the necessity to downsize after aggressive scaling and stresses the importance of paced, thoughtful hiring. 4. Building Culture and Team Alignment With real examples, Caroline emphasizes the role of transparent communication and community in aligning sales, marketing, and product teams. She credits a former manager for showing her the value of regular, inclusive team meetings to create a sense of belonging and shared purpose. 5. Managing in a Crisis Caroline recounts the turmoil during WeWork’s failed IPO, noting the importance of remaining calm as a leader. She describes how a leader’s demeanor mirrors through the team and the responsibility to shield them from unnecessary stress while maintaining morale. 6. Metrics and Go-To-Market Essentials Caroline shares her favorite GTM metrics, though she emphasizes that KPIs should be tailored to each company’s specific needs. From her perspective, productivity metrics and pipeline structure are crucial for junior sales teams to build strong foundations in their roles. 7. Advice for Startups Implementing AI Caroline advises startups implementing LLMs to consider a long-term view. She warns against AI as an afterthought and encourages businesses to anticipate future advancements in AI technology to ensure sustainable product value. 8. Networking and Career Development For early-career professionals, Caroline recommends prioritizing relationships over resume submissions. Building genuine connections can be a key to unlocking future job opportunities and forming long-term mentorships and partnerships. Final Thoughts: Caroline’s journey offers inspiration and practical insights into building resilient teams and effective GTM strategies in a high-growth environment. Whether you’re a startup founder or a young professional, her emphasis on relationship-building and adaptability provides essential takeaways for anyone navigating a rapidly evolving tech landscape. This episode is perfect for fo...

    36 min

  5. 10/08/2024

    Anastasiia Binns | RevOps with Empathy

    Tracy Young sits down with Anastasiia Binns, Head of Revenue Operations at Semble, a patient management system for private healthcare providers in the UK. They discuss Anastasiia’s unique journey from a background in social anthropology to becoming a leader in Revenue Operations (RevOps). The conversation covers critical topics like balancing operational efficiency with empathy, transitioning roles within a company, and building RevOps functions from scratch.   Key Highlights: Anastasiia’s Unique Path: Anastasiia shares how her degree in social anthropology shaped her open-minded approach in RevOps, especially regarding cultural relativism and understanding how different departments or companies operate within their own context. RevOps Foundations: Anastasiia outlines her process for establishing RevOps functions, focusing on three key pillars: Operational Efficiency: Ensuring processes, tools, and KPIs are well-organized. Disaster Readiness: Preparing for worst-case scenarios and ensuring continuity. Strategic Growth: Making incremental improvements after laying the groundwork. Challenges in RevOps: Anastasiia discusses one of her toughest projects: managing 12 different CRM systems within a large organization, which she streamlined by implementing a simple, yet effective SharePoint system. Tech Bloat and Lean RevOps: The discussion dives into tech bloat, how startups can quickly accumulate unnecessary tools, and Anastasiia’s advice to approach tech purchasing as if it’s coming out of your own wallet. She also talks about keeping RevOps simple and lean by focusing on MVP solutions before adding complexity. Advice for Aspiring Leaders: Anastasiia emphasizes the importance of standing up for what you believe is right in the workplace, even if it means challenging the status quo. She also offers practical advice for handling crises, such as staying calm under pressure and leading by example.

    32 min

  6. 09/24/2024

    Tracy Lawrence | From Founder to Executive Coach

    In this episode of Path to Growth, Tracy Young interviews Tracy Lawrence, the former co-founder and CEO of Chewse, who now works as an executive coach. Lawrence shares her entrepreneurial journey, which began with her love for food and her hometown of LA, and the personal growth that came with scaling a venture-backed business. She emphasizes the importance of inner work, vulnerability, and authenticity in leadership, revealing how personal experiences shaped her leadership style and the culture at Chewse. Now, as a coach, she helps leaders focus on self-awareness and healing to become more effective in both their personal and professional lives.

    47 min

  7. 08/20/2024

    Brett Keirstead | Navigating the Future of Sales

    Tracy interviews Brett Keirstead, Chief Sales Officer at Chief Outsiders. discussing Brett’s personal background, sales leadership strategies, and the evolving nature of sales, especially post-pandemic. Brett shares insights on the value of fractional sales leadership, the importance of setting realistic sales quotas, and the need for cultural fit in hiring. He also highlights the relevance of business acumen in sales roles and discusses his book, “We Are All Sales People,” which connects sales skills with life skills, particularly in enhancing communication and relationships.

    34 min
  8. Robin Daniels | Embracing Growth

    07/24/2024

    Robin Daniels | Embracing Growth

    In the latest episode of “Path to Growth,” Tracy interviews Robin Daniels, the Chief Business and Product Officer at Zensai. Robin shares his personal journey of growth and resilience, deeply influenced by his father’s struggles and untimely passing. He recounts how this experience led him and his brother to adopt a “yes to life” philosophy, driving them to embrace new experiences and live life with passion and courage. Robin also delves into his professional journey, highlighting his role at Zensai, a company dedicated to empowering employees through continuous learning, performance management, and engagement. He discusses the critical role of AI in personalizing learning experiences and optimizing organizational performance. Robin and Tracy also explore the evolving landscape of HR technology and marketing strategies. Robin emphasizes the importance of bold storytelling and community-based marketing to build strong, loyal customer bases. He contrasts the conservative go-to-market approaches of European startups with the bold, aggressive strategies often seen in Silicon Valley, advocating for a blend of both. Additionally, Robin offers valuable advice for those early in their careers, underscoring the significance of showing up with passion and taking initiative.

    41 min
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Every great leader has a story to tell. TigerEye’s Path to Growth podcast is where leaders in B2B sales, marketing and customer success share their story. Each episode is a thirty minute masterclass in GTM covering leadership, strategy and growth in challenging markets.

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